Top Sales Library - a resource of all things sales

Dr Tony Alessandra

Burnout

by

How you can try so hard to succeed and yet fail I once knew a salesperson who was so successful that he failed. His sales and commissions were high and yet he failed. He was in his office at 6:00 a.m. each weekday and left at nearly 9:00 p.m. each evening. Weekends were used to… Read More

Foolproof Sales Training

by

As a sales coach, you are ultimately responsible for the performance of the sales team. Part of your mission is to improve their sales performance year after year. To achieve that goal, you carefully analyze and manage territories, hire and fire, set minimum standards, set goals, create incentive programs and provide on‑going sales training and… Read More

How Adaptable are YOU?

by

What IS Adaptability? The concept of adaptability, as developed by Dr. Michael O’Connor, co-author of The Platinum Rule®, is a two-part process.  It combines flexibility with versatility. Flexibility is your willingness to adapt. It is your attitude. Versatility is your ability to adapt. It is your aptitude. The first half of the high adaptability formula… Read More

How to Ask the Right Questions

by

Information gathering ‑ asking the right questions at the right time ‑ is essential to success in sales. Through skillful questioning, you initiate and maintain conversation that leads to sales and builds your image as a professional. No matter whether your prospects are reticent or talkative, your questioning skills will help you to uncover and… Read More